How B2B Technology Spend Signals Reveal Market Momentum Before it Shows Up in Pipeline
By the time an opportunity lands in your pipeline, the buying decision behind it has been in motion for months. Budgets were planned, funding was allocated, and vendors were quietly evaluated long before anyone filled out a form or replied to an outreach sequence. If your go-to-market strategy depends on CRM activity and inbound engagement […]
How To Build Smarter TAM Strategy With Account-Level Spend and Contract Intelligence
As a GTM leader, you’re moving away from broad, assumption-driven market sizing and toward TAM strategy approaches grounded in real account-level intelligence. Traditional TAM estimation methods often create inflated projections that do not reflect true purchasing capacity or switching readiness. For example, companies in financial services invest an average of $140,000 per employee on IT […]
Market Sizing: The Complete Guide to Calculating TAM, SAM, SOM and Building a Data-Driven Growth Strategy
What is market sizing? Market sizing is the methodical process of estimating the total demand for a product or service within a defined market. It quantifies the revenue opportunity available to your business by answering three foundational questions: How many potential customers exist? What is the total revenue those customers represent? And how much of […]
How Revenue Leaders Use Market Intelligence to Pressure-Test GTM Plans
Every revenue leader has lived through the same moment. The GTM plan looked airtight in the boardroom. The territories were balanced. The ICP was defined. The pipeline targets were set. And then, two quarters in, the numbers started telling a different story. Pipeline gaps appeared in segments that were supposed to be strong. Reps in […]
How To Accelerate Deals With Technographic and Intent Triggers
Deal acceleration stalls when sales teams act on assumptions instead of signals. Reps time outreach based on CRM data and gut feel, not on live indicators of buying activity. HG Insights tracks technology installations across more than 4 million companies and pairs that coverage with first-party buyer intent data and IT spend signals; giving revenue […]
When Market Focus Beats Market Expansion in B2B Growth Strategy
Growth has a gravity problem in B2B. When revenue targets go up, the instinct is to go wider: new verticals, new regions, new segments. The logic feels sound. More market coverage should mean more pipeline, which should mean more revenue. Except it often doesn’t work that way. Expanding into unfamiliar markets stretches your team thin, […]
Account-Based Marketing: Best Practices for Enterprise Go-To-Market Success
In B2B industries, traditional marketing approaches are proving less effective as competition increases. Account-Based Marketing (ABM) offers a focused approach by aligning marketing and sales around targeted accounts. By concentrating on specific companies rather than broad demographics, ABM can help your organization build stronger relationships and increase revenue. In this article, you’ll find the essentials […]
5 Questions Your Intent Platform Can’t Answer (That Determine Whether You Win)
6sense has become a cornerstone of the modern ABM stack. Its AI-driven intent signals help Demand Gen and RevOps teams identify accounts actively researching their category, and that’s a real advantage. But the moment a signal fires, a new set of questions opens up. Knowing an account is “interested” is the first answer. What happens […]
From Reviews to Representation: Customer Voice in the Age of AI
The discovery game has changed in B2B You spent months building out your content strategy. Blog posts, case studies, comparison pages, SEO-optimized everything. And for a while, it worked. Your pages ranked. Buyers found you. The funnel moved. Now something has shifted and the signals are hard to ignore. Traffic patterns are changing. Buyers seem […]
How to Efficiently Scale Your ABM Strategy with HG Insights
Account-based marketing works. But scaling it without losing precision is where most teams hit a wall. The shift from targeting 50 high-touch accounts to orchestrating campaigns across hundreds or thousands of accounts demands better data, sharper segmentation, and a technology foundation that keeps personalization intact at volume. HG Insights brings together technology intelligence and market […]